August Beaching...and More Sales

Posted by Jack Derby on Fri, Aug 07, 2015

Getting ready to take the rest of August off and hunker down on the beach with my goal of a book every two days.   15 days, hopefully 10ish books on sales and marketing starting with my buddy, David Meerman Scott's new book, New Rules of Sales & Service.  

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Tags: sales productivity

Meetings, Meetings & More Meetings...and Sales

Posted by Jack Derby on Thu, Jul 30, 2015

Hopefully, you're taking time at the beach in August and not worrying about attending any meetings.

My belief is that the whole purpose of August is to cram in as many of your vacation days as possible, since when business ramps up in the post Labor Day Crush you're out in front of it...recharged and ready to sprint toward December's end of the year craziness.   

August for me is about reading.  Reading about...

- What's new in Sales?
- What's new in Marketing?
- What's new in business strategy?

My goal is a book a day, but it comes out to be more like a book every other day...just because some days aren't beach days, and turn into meeting days.


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Tags: sales

Sales Starts, Heart Stats...and Sales

Posted by Jack Derby on Wed, Jul 22, 2015

"There's only one single source of the truth"

Sales Stats

With the first six months of the sales year behind us, the Big Scoreboard in the boss's office says it all:  

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Tags: sales

Revolutions...and Sales

Posted by Jack Derby on Thu, Jul 16, 2015

July 4, 1776.

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Tags: Sales Leadership in the Revolution

Leadership...and Sales

Posted by Jack Derby on Thu, Jun 25, 2015

There's so much written about sales leadership, my eyes gloss over.  

By now, I've listened to countless speakers, including the legendary Zig Ziglar, viewed hundreds of videos, and probably read a couple of hundred books and who knows how many blogs on the subject of sales leadership.  The problem is that most of the training advice focuses on the motivational, which too often disappears into the wind as soon as the speech or the chapter has ended other than the notes taken and the highlights yellowed.

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Tags: closing sales, business tools, best sales practices;

Following Directions...and Sales

Posted by Jack Derby on Fri, Jun 12, 2015

By now, I figure I've taken over 2,400 trips to Vermont over the years traveling back and forth from either Boston or NH.  At three hours, the trip takes about the same amount of time from either starting point, and the distance evens out between 150 and 180 miles.

The problem, as the Boys on the Bench down at the Winhall General Store frequently tell me is that "you can't get there from here" whenever I mention that I'm leaving the mountains to drive to the NH beach...and they're right.  There's no easy way to go east and west between Vermont and New Hampshire, and every trip presents a variety of decisions that ultimately end up just frustrating me.

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Tags: sales productivity, Sales Optimization, sales effectiveness, sales tools, improved sales management, sales management training, closing sales, how to close sales, best sales practices;

Eat the Frog...and Sales

Posted by Jack Derby on Wed, Jun 03, 2015

strategic_planning-2Trust that you finished the month on Plan and are now racing toward the all-important end of the quarter.  I always enjoy this second quarter since it's that perfect time of year to...

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Tags: closing sales, business planning, business coaching, business plans, best sales practices;

All about Sales, Sales...and (more) Sales.

Posted by Jack Derby on Thu, May 28, 2015

The last post of "Chicken or Egg" produced a fair number of responses to the question often posed in startups of...

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Tags: best sales practices;

Chicken or the Egg...and Sales

Posted by Jack Derby on Thu, May 21, 2015

In this blog, I'm looking to you for a bit of guidance and a few ideas...


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Tags: best sales practices;

Tufts...and, of course, Sales

Posted by Jack Derby on Tue, May 12, 2015


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Tags: Tufts marketing projects